Sales


Sales Lessons Learned from Godiva Chocolatier


Some clients are more fun than others. That was true for me with Godiva Chocolatier. I worked with them for six years, delivering countless workshops and talks on sales and customer service. They were a great client. Fun, open to …

Do You Have Customers from Mars?


Some customers make me think they are from a distant planet. They’re the ones that ask me the bizarro questions that I can’t even begin to understand, let alone answer.  They ask questions that begin with “I know this is

I Cannot Make a Sales Call at 8:00AM


I cannot make a sales call at 8:00AM. It’s too early. My prospects are probably still commuting. I’m better off waiting for them to get to their offices and settle in. I don’t want to irritate them at such …

Are You Collecting or Connecting?


Social media sites are very alluring. They make all sorts of implied promises. “More connections!” “Reach more people!” Even the names for contacts are appealing. Facebook wants to increase our number of Friends, where Twitter speaks about Followers.  It all …

Social Media Guidelines


Many people are on the different forms of social media, but they’re sometimes not sure why. They have a group of followers, or connections, but don’t really know what to do with them. This is expecially true of LinkedIn. While …

Your Customer’s First 30 Days


Your customer is no longer a prospect. They have placed an order with your company. A lot is riding on this initial order. And a lot is riding on what happens within the first 30 days of working with you. …

Shaking Hands: Please, No More Dead Fish!


I attend a lot of business and social events, and meet a lot of people.  I am amazed at how differently people will shake my hand. Some people come across as confident or down-to-earth. They show a certain amount of …

Price resistance? Bring it on


How do you see yourself when explaining your price to a customer? How do you react when they say it’s too expensive? For many of us, it’ can be an unpleasant feeling. A sense of dread. Or, sometimes we get …

Referrals are your best friend


Repeat customers are invaluable. They pay the bills, and keep you in business. But referrals are how you expand your business. Referrals are the lifeblood of your business, letting you survive and, in some cases, thrive. Everyone agrees on the …